HW check:
WORDS LIST
(propose 5 terms we’ll do our best to use a lot today)
My ideas:
a clue
a counterpart
to forge
outset
remuneration
HW check:
→ Task 6 (p 13): Practise building rapport with the
representative of another company with whom you
are about to negotiate. Decide who is the host and
who is the visitor.
→ Check your objectives on p 13, task 6.
→ Turn to page 84 to prepare your conversation.
Now is the time to: role-play Task 6
Pre-negotiation conversation
Task 6: Finding things in common, p 13 & 84
PAIRWORK (guest and host)
• Swap books – fill in info about yourself
• Where are you holding negotiations?
• What are you negotiating? (a well-known subject)
• What’s the weather like?
• What’s the latest news in the city?
• What’s the current economic situation?
Looking for inspiration? Listening: 1.08-1.09
Practise!
4A The proposal stage
When money is at stake, never be the first to
mention sums.
Sheikh Ahmed Yamani
Former Saudi oil minster
How far do you agree with Sheikh Yamani that
you should DELAY TALKING FIGURES until
the other party mentions them?
Cultural considerations?
1 getting to the point quickly, frankness and
directness ← e.g. German, Dutch, Danish, Norwegian
2 creating the right amosphere, finding out
about the opponent first
← e.g. Arabs, British, Japanese
p 16, Task 2: Use the words from the box to
complete the diagram.
Don’t make too many demands at this stage.
Keep all your options open.
Make your proposal hypothetical.
Show some flexibility but not too much.
Leave yourself room for manoeuvre.
Don’t give away your strategy.
Don’t talk figures to soon.
Don’t force the other party into a corner.
Task 3: Listening 1.12
What are they doing wrong?
Task 4
a) It’s imperative that we reach a final decision today.
b) We would insist on free service and maintenance.
c) I’m afraid that is not negotiable. apply pressure
d) We can be very flexible there.
e) There’s plenty of room for manoeuvre.
f) This is very much negotiable.
move forward
g) Let me be totally upfront with you.
h) Our key interest in this negotiation is this.
i) That’s not such a high priority for us.
be clear
Task 5: Make the above sentences more open-ended.
Ideally, we’d like to reach a final decision today.
Task 5 (cont).
b) We would insist on free service and maintenance.
We would hope that service and free maintenance
would be included.
c) I’m afraid that is not negotiable.
I’m afraid we can’t be very flexible on that.
d) We can be very flexible there.
There might be some flexibility there.
e) There’s plenty of room for manoeuvre.
There may be some room for manoeuvre.
f) This is very much negotiable.
If necessary, we would be prepared to negotiate this.
Task 5 (cont).
g) Let me be totally upfront with you.
If I can be frank for a moment...
h) Our key interest in this negotiation is this.
This is one of our top priorities in this negotiation.
i) That’s not such a high priority for us.
That may be less of a priority with us.
TELL YOUR OPPONENT’S MOOD FROM...
words + tone of voice + b_ _ y l_ _ _ _ _ _e
Task 6 Listening 1.13 ON BODY LANGUAGE
What about jumping to conclusions?
Looking out for body language “clusters”?
Your reactions to your observations?
→ p 86
Task 7 1e, 2h, 3a, 4g, 5b, 6d, 7c, 8f
4B The proposal stage, p 18
Task 1: Read and discuss questions below 4 , pls
OPENING STAGES OF A NEGOTIATION BETWEEN
GOLDSTREAM & ETOILE AVIONS
Task 2: Listening 1.14 = INITIAL PROPOSAL
Task 3
Task 4: Listening 1.15 = SUMMARY OF THE
INITIAL PROPOSAL
Task 5: Listening 1.16 = COUNTER PROPOSAL
Task 6: Useful expressions
HW: Do tasks 4 - 6
Task 7: Practise opening a negotiation
• Groups of 4
• Split into pairs: Speakers 1 & 2 → p 87
Speakers 3 & 4 → p 104
Step 1:
1 & 2 Present your initial proposal to 3 & 4
3 & 4 Listen, take notes
Step 2:
3 & 4 Prepare your summary and ask 1 & 2 to correct
or confirm
Step 3:
3 & 4 Decide on 3 things you would like to change,
prepare your counter-proposal and present it.
HW, p 104, Task 4B - 7:
1 Practice presenting the initial proposal for the
deal between Toyota-Peugeot-Citroen
2 Prepare a summary of the proposal
3 Practice presenting the counter-proposal
Use the expressions from p 19!